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Oracle Sales Director (Utilities) in Gurgaon, India

Sales Director (Utilities)

Preferred Qualifications

Sales Director, UtilitiesGlobal Business Unit – India & Pakistan

POSITION SUMMARY:

  • Responsible for developing and executing the UGBU strategy for India & Pakistan and

plan in close coordination with the local and JAPAC team

  • Responsible for Sales of Oracle’s Utilities

solution forecast for the two territories

  • Responsible for leading and managing the UGBU

sales team for the two territories

  • Teamwork: Working closely with UGBU Sales

consulting, Services, Marketing & Alliances teams to drive bookings and

revenue

  • Customer Satisfaction

KEY RESULT AREAS:

  • Understanding of the Market/Industry and

opportunity for Oracle’s solutions in each of the market segments in the

defined territory

  • Developing & executing sales strategies

based on the Territory Plan

  • Forecasting, Pipeline management & Managing

the “Lead to Reference cycle”

  • Articulate Oracle’s message and build

relationships with key client executives to determine their needs, business

issues & establish Oracle’s Value proposition

  • Develop and coach the UGBU sales team to enable

them to success

  • Annual performance review of each sales

individual

  • Manage weekly sales cadences and account plans

reviews with the sales tea,

  • Where-ever applicable, working with Partners in

the defined territory to generate and mature the pipe

  • Participate in Industry Forums, Seminars and

events to evangelize Oracle and generate leads

  • Identify PR initiatives and work with customer,

partner and internal teams to create customer wins and “go-live” case studies.

  • Competitive Intelligence

  • Ensure appropriate alignment with all

stake-holders in Country, APAC as well as HQ

  • Meet sales/revenue targets

POSITION REQUIREMENTS:

  • Strong business acumen, communication and

interpersonal skills

  • Proven Sales Management track record

  • Ability to lead a team to become a high

performance team

  • Demonstrates a high level of understanding of

tools & processes

  • Highly motivated self-starter, innovative and

creative thinker

  • Professional with strong planning and analytical

skills

  • Ability to manage key internal and external

relationships at all levels

QUALIFICATIONS (Preferred):

  • Minimum 8 to 10 years experience in the IT

Industry/Software Solutions & Services

  • Sales Management experience – leading Sales teams

for over 5 years

  • History of over-achieving sales targets

  • Business Applications and Solution sales

experience

  • Understanding of Sales methodologies &

processes

  • Industry knowledge – utilities, electric, gas

and water as well as mining

  • Understanding of Market, Partner and customer

needs

  • Minimum of Bachelor’s degree

  • Knowledge of Oracle and competitive solutions

Detailed Description and Job Requirements

Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across all products and product lines.

Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.

Assists in the development of short, medium, and long term plans to achieve strategic objectives. Regularly interacts across functional areas with senior management or executives to ensure unit objectives are met. Ability to influence thinking or gain acceptance of others in sensitive situations important. 5 or more years sales or sales management experience within technology industry. Ability to hire and train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.

Job: Sales

Location: IN-IN,India-Gurgaon

Other Locations: IN-IN,India-Bengaluru, IN-IN,India-New Delhi, IN-IN,India-Mumbai

Job Type: Regular Employee Hire

Organization: Oracle

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